“I admit to some difficulty in selecting an appropriate metaphor for what I am observing. It appears to be this feeling that you should be trying to hit a home run every time you step up to the plate, if I can be forgiven for extending the baseball metaphor,” I replied, perhaps a bit sheepishly.

“Actually, I believe the metaphor to be most apt, Watson,” The Detective assured me. “It is that belief that prevents a large number of small business people from attempting more simple programs that while not bringing in the kind of results that say a well thought out, expertly written, and executed direct mail campaign to ten or twenty thousand prospects would, might still have respectable returns. What these business people see instead is the need to ‘hit a home run’ and they are terrified to risk it because, ‘what if they get it wrong?’. Frankly, seeing the state of a lot of marketing pieces these days, I would say they are right to be terrified,” pausing only for a second before continuing on.

“Let me tell you a story about my distant childhood, Watson.”

“I’m not sure that is necessary,” I objected, not sure where this was going to lead.

“Poppycock! Of course it is necessary,” The Detective corrected me, “I shall get to the point directly, if that is what you are afraid of Watson.”

At this point I felt the better part of valor was retreat, so I asked him to continue.

“When I was a young lad, I played baseball. I was probably the smallest person on the team, and not very strong, yet I was always assigned to bat first in the line-up. Can you guess why Watson?” The Detective asked, raising an eyebrow.

“Actually, no sir, I cannot imagine.” I answered, figuring this would be the fastest way to the answer.

“Because, Watson, whilst I was physically incapable of hitting a home run, I was very good at hitting singles. Simply put, I got on base a lot. If I was on base, than obviously I had a much greater chance to score than if I was not. If I had spent my every at-bat ‘swinging for the fences’ I would never have hit a home run, and probably rarely gotten on base.

“As a small business you most likely will not have a huge budget for marketing – not a lot of strength to hit those home runs that bring in gobs of prospects. But even with a small budget, you can get on base. You can get some prospects to engage, to begin a relationship, and hopefully to, at the risk of a double entendre, eventually score; to do business with them. Certainly a greater percentage than if you do nothing due to fear of risking a large lump sum. The point is to do something intelligent with the resources that you have,” The Detective concluded.

“A nice summing up of the metaphor sir, ” I responded.

“Thank you Watson, shall we move on?” said The Detective, closing the discussion.